UIG: Full-service supplier of air separation plants, oxygen and nitrogen generators and CO2 plants. Gas & liquid supplier to end users and to distributors of bulk liquids & packaged gases. Employment opportunity in Tuscaloosa Alabama (AL) with Universal Cryo Gas.  Site Management / Operation of an Air Separation Plant producing oxygen and nitrogen gases for refinery use.

 UIG Job Opening - Easton Pennsylvania

Senior Sales Manager - Equipment & Services

 

Universal Industrial Gases is seeking Senior Sales Managers
to support continuing growth of its Cryogenic Air Separation Equipment
and On-site Gas Production and Supply Business Activities 

 

 

Senior Sales Manager Position Description and Experience Requirements

 

Duties:   

  • Sales Managers support business growth, in terms of breadth, revenues and profits; by identifying, developing and closing on strategic sales opportunities.

  • Sales Managers are the front-line commercial interface between UIG and its customers from the time of initial contact through execution of contractual agreements.  Their communication responsibilities continue into the project execution period and beyond.

  • From the time an opportunity has been identified, until a mutually acceptable contract has been executed, the Sales Manager will be assisted by a designated proposal manager. The proposal manager will work with the Sales Manager to develop and analyze information required to define, refine, and document an offering which meets all of the client's defined performance and execution requirements, which reflects other client preferences, and which will be financially attractive to both parties.

  • A successful Sales Manager must have a relevant mix of technical and business knowledge, skills and experience; in addition to excellent communications, coordination, and presentation skills.

  • Early identification of new business opportunities is a critical activity.  Once an opportunity is identified, the Sales Manager, in conjunction with other personnel, will develop an initial sales strategy. As new information is developed, that strategy will evolve.

  • During the proposal period the Sales Manager focuses on the UIG-customer interface while the proposal manager coordinates proposal development activities involving multiple internal and external resources. Development of a winning proposal may call for input from process engineering; project engineering; various detailed design disciplines; machinery suppliers; other equipment and fabrication suppliers; construction, startup and operations personnel; cost estimation and financial analysis personnel.

  • Sales Manager activities include:

    • Understanding the origins of inquiries, which may be requests for general information, budgetary quotations, or detailed proposal development.  Defining the appropriate priority and level of effort to be expended by UIG requires determining the current stage of project approval and development within the customer's organization, and the anticipated set of actions, and timing for those actions, which will need to take place in order for a contract to be let for the desired equipment and services.  

    • Identifying all critical process and project execution requirements.  Gaining an understanding of other system characteristics or attributes which the customer may value, or which may be of concern.

    • Understanding who are the key decision makers in the potential client company, and what criteria will be used to evaluate offerings made by UIG and others.

    • Making a preliminary assessment of project financial viability for both UIG and the potential customer; and, combining these assessments with other factors to determine the relative attractiveness of the potential project to UIG. 

    • Establishing an appropriate priority and schedule for UIG proposal development activities.

    • Moving the potential project through a series of development stages. Often this begins with a response to a very preliminary initial inquiry; then a budgetary proposal; which, if judged to be potenially suitable by the client, detailed definition of key technical and commercial issues, client issuance of a formal RFP, preparation and issuance of a formal UIG proposal, negotiation of contract details and the Agreement; all of which will be followed by priority attention to, and resolution of, any post project kickoff issues.   

    • Monitoring of the client's project development and implementation schedule, and understanding the reasons for any changes which arise.  Coordination with UIG project personnel and others to evaluate the impact of any scope or schedule changes.

    • Making ongoing determinations of the likelihood that a particular project will continue to move forward, and at what pace, to enable the most efficient use of UIG sales and project execution resources. These ongoing priority determinations will be based on factors such as the client's need to obtain internal management approvals, status of internal and external funding authorizations, status of approvals required from permitting authorities; and possible impacts on the proposed project viability and schedule which may result from changes in assumptions regarding financing availability, financing cost, electric power rates, raw materials costs, and other relevant market factors.  

  • The Sales Manager will provide input into development of UIG's business and marketing plans

  • The Sales Manager will implement the company's business plans through selective pursuit of opportunities plus formal and informal marketing activities.

  • An ongoing responsibility of a Sales Manager is to cultivate and maintain quality communications with current, previous, and prospective customers.

  • This Sales Manager position will be Head Office based.

  • Travel will vary, but may average about 25%. 

  • Preferred Sales Manager candidates will have a degree in engineering and/or business, at least ten years of industrial gas industry employment, and at least five years of relevant sales or proposal management / development experience. 

  • Experience with other industries such as refining, natural gas and petrochemical processing, specialty chemical manufacture, steel production, or hydrogen production will be useful.

  • The ideal candidate will be both flexible and results-driven; have excellent communications skills; be able to assume and delegate authority; be able to assess both technical and commercial issues from the standpoint of UIG and the prospective customer; and be able to move from "big picture" issues to critical details as needed.  


Universal Industrial Gases (UIG) is a USA-based, world-wide supplier of industrial gases production equipment plus related engineering, installation, startup and ongoing operations and maintenance services.

UIG also owns and operates on-site production plants which supply nitrogen, oxygen and other gaseous and liquid products.

  • UIG offers the challenges and rewards of working in a relatively small company. 

  • We have a lean and flexible workforce, with fewer overheads and less inertia than our larger competitors.

  • We value both depth and breadth of experience.

We are seeking qualified people who are self-motivated and responsible, with good communications skills, who take pride in doing their part to accomplish things in a quality manner.   

 

 

Please send information by email to   employment@uigi.com


(This Job Posting was updated 19 June, 2016)

 
Link to More UIG Career Information
 

Universal Industrial Gases, Inc.
Universal Cryo Gas, LLC
Employment and Career Center
3001 Emrick Blvd. Suite 320
Bethlehem, Pennsylvania 18020 USA

Phone (610) 559-7967 Fax (610) 515-0945

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